ID-694-Francisco Sirvent

Q: How do we get over this personal need? This unshareable need. What practical things should we start to do? I’ve got this huge need to be liked by other.
A: So you want to stop having the need to be liked by your clients screwing up your sales and screwing up your pricing and screwing up your accounts receivables? Here’s what you say when you’re sitting down with your prospective client and you know you ought to be charging them five grand but instead you charge them three grand. _Look, I really want you to like me but I still have to make the right decision for my business, my clients, my staff, and my family. The fee is $5,000._ By saying it you take the power away from it. So what’s the client going to say? _Well, if you really want me to like you you’d charge me less._ And you say _No, if I charge you less you’d actually end up disliking me because if I charge you less I’m not going to be able to give you the attention that you deserve. I wouldn’t be able to give your case the time it requires. I wouldn’t be able to employ the staff that’s going to do the work to get you the results you’re after and you’d end up being very unhappy with the results. So, if I really want you to like me I have to charge you the amount I know I need to charge you to get results that you really want to get so you’ll like me._ You see, just naming it takes the power away from it.